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Sales Strategy

  • What's Your Digital Game Plan? A Playbook For Success
    What's Your Digital Game Plan? A Playbook For Success
    Jesse DeMesa, Partner, Momenta Partners Advisory Recorded: Jul 18 2019 58 mins
    There is no one-size-fits-all-strategy for implementing digital innovation, but there are best practices and experiences you can leverage to enable your firm's road to change in the 21st century. Momenta Partners has created a playbook gleaned from practitioner's perspectives on how to best navigate digital transformation, and we'll share our insights with you in this webinar. This webinar is for CEOs and leadership teams seeking insights and actionable intelligence by example.

    We will take a look at:

    - The steps of a firm's digital transformation journey
    - The best approaches to beginning your transformation journey
    - Getting your team to embrace digital transformation
    - Building a playbook to help you achieve your transformation goals
    - Best practices for adoption
  • 4 ways to improve customer retention - for B2B SaaS companies
    4 ways to improve customer retention - for B2B SaaS companies
    Arun Trivedi Recorded: Jul 17 2019 20 mins
    According to Gartner, 34% Product Marketers at Technology & Service Providers select retaining clients as one of their most important challenge. Growth continues to be a strategic business priority for CEOs. This webcast presents 4 strategies companies can adopt to improve customer retention & grow the business
  • 4 Step Process To Handling Any Objection
    4 Step Process To Handling Any Objection
    Lloyd Yip, The Startup Sales Expert Recorded: Jul 17 2019 48 mins
    “No’s” are inevitable in sales. But how can you break past these objections and help your prospects understand that your product and service can actually provide value? We will go through a methodical 4 step framework that will help you deconstruct every objection in order to flip it around to ultimately close the deal.

    You will learn:

    1.The exact 4 steps to use for objection handling
    2.Live examples of these 4 steps in action
    3.Examples of objection handling gone wrong (and how to fix them)
  • AI and Analytics for Every Business Process
    AI and Analytics for Every Business Process
    David Gibbons, Senior Director, Product Marketing, Salesforce Recorded: Jul 16 2019 30 mins
    AI solutions at Salesforce promise to make companies more productive by augmenting the decisions they make with relevant information. But in practice, how can you deliver algorithmic insights at scale for your business at the moment of action? Join this session to see some real-world examples of data and analytics intelligence in action and hear from our customers to find out how they're optimising their business across industries, including financial services, to drive growth through data and analytics.
  • All About Marketing Automation - What It Is & Why It Works
    All About Marketing Automation - What It Is & Why It Works
    Mike Madden Recorded: Jul 16 2019 56 mins
    As a marketer, you've probably wished you could respond to prospective buyers anywhere and everywhere, at any moment in time, right? With triggered campaigns, you can! Watch Mike Madden, Director of North America Commercial & Customer Demand Generation, as he broke down the powerful use cases for triggered campaigns, from scoring specific actions to prioritizing leads for sales to creating timely emails from website visits!

    You'll learn:

    The definition of a triggered campaign and how they work

    How triggered campaigns can be applied to amplify the marketer's relevance in the moment

    Ways triggered campaigns can be leveraged across the entire buyer's journey
  • Improving Sales Effectiveness: Secrets to Winning Against the Status Quo!
    Improving Sales Effectiveness: Secrets to Winning Against the Status Quo!
    Thomas J. Williams, The Complex Sale Expert Recorded: Jul 12 2019 38 mins
    Sales effectiveness is more than doing the right thing—it’s doing the best thing at the appropriate time and with the right people. In most sales there is a powerful adversary that can mobilize support, prove value and assuage the fear of change—the status quo.

    Sellers have learned through trial and error to never underestimate the power of internal solutions or incumbent suppliers. The status quo can be a strongly entrenched, competitive force with executive supporters. It can have an impressive performance record with documented costs, risks, and benefits. Buyers who like the status quo are NOT receptive to change.

    For most sellers the Status Quo is their most formidable competitor. In this webinar we’ll unlock the secrets to winning against the status quo.


    You will learn:

    •What are the 4 Forms of the Status Quo?
    •When Does the Status Quo Win?
    •When is the Status Quo in Jeopardy?
    •What are the 3 Secrets to Beating the Status Quo?
    •How will these Secrets Help the Seller’s Strategy?
  • Multi-Channel Prospecting: Fishing Where The Fish Are
    Multi-Channel Prospecting: Fishing Where The Fish Are
    Scott Ingram, The Sales Success Stories Expert Recorded: Jul 11 2019 34 mins
    How do the best B2B sales professionals and top SDRs get more meetings more often? They don’t just cold call, write compelling prospecting emails or leverage their social selling skills. They’re doing all of the above and more. You’ll walk away with actionable tools and tactics to improve your own sales prospecting efforts immediately afterwards.

    You will learn:

    1.How to develop your own multi-channel prospecting approach
    2.Find the best ways to reach your best prospects
    3.Learn how to increase your contact and conversion rates
    4.Discover the secrets to getting higher reply rates
  • Engaging Prospects Across Platforms
    Engaging Prospects Across Platforms
    Alice Heiman, The Sales Growth Expert Recorded: Jul 11 2019 19 mins
    Where Are Your Prospects?
    You need to meet your prospects where they are. That might be at a trade show or event, their office, the phone, via email or text, or on social media. Meeting them where they improve the customer experience. So many decision makers are on LinkedIn and other social platforms that salespeople today must be experts at social selling.

    Build Brand Awareness
    You want your company and sales reps to be in the path of your prospects when they need you. That means you need to use all the tools available. But, it’s hard to know where, especially on social media, it’s worth having salespeople spend their time.

    Sales Coaching
    Are your salespeople using the right platforms? Sales development is getting harder, so it’s critical to ensure sales productivity to fill the pipeline. It is possible that your prospects may be using platforms that your sales reps are not currently using for business. So, what do we do?

    You will take away new ideas for:
    Sales and marketing alignment to engage prospects across platforms
    How to coach your sales reps to use multiple platforms effectively
    What will engage your prospects on each platform
  • You Can’t Win If You Can’t Connect: Sales Strategies to Engage Modern B2B Buyers
    You Can’t Win If You Can’t Connect: Sales Strategies to Engage Modern B2B Buyers
    Barbara Giamanco, The Strategic Social Selling Expert Recorded: Jul 11 2019 48 mins
    Sales opportunities are often lost in that first prospecting phone call, sales email or social media interaction. Why? Because sellers make it all about them. Engaging in social and digital selling strategies are a waste of time if you don’t engage your prospects with relevance, and at the RIGHT time and with the RIGHT message.

    You will learn:

    1.Multi-channel strategies for engaging buyers on their turf – social, digital, email, phone.
    2.Why HOW you sell is MORE important than what you sell.
    3.A fact-finding process that turns information into business insights prospects care about.
    4.The sales messages buyers DO NOT ignore.
    5.How asking the right questions and listening to the answers moves deals forward.
  • Neuromarketing - How to be Remembered
    Neuromarketing - How to be Remembered
    Dr Carmen Simon, Cognitive Neuroscientist and Lauren Adam, Head of Marketing, Marketo Recorded: Jul 11 2019 61 mins
    Did you know that 90% of content that you share are forgotten after 2 days? How do you expect your buyers to act on your message if they only remember a tenth of it? How do you even know which tenth they'll remember?

    Join this webinar to hear from Dr Carmen Simon, a Cognitive Neuroscientist, author of Impossible to Ignore: Create Memorable Content to Influence Decisions, and a renowned keynote speaker.

    You will learn:
    - Strategies for transforming yourself and your marketing message into something worth noticing and remembering
    - How people pay attention, remember content, and ultimately act on it
    - How you can turn Neuroscience into Neuromarketing by using insights from how the brain process information and tend to remember it - or, more often - forget it
  • How to Improve Your Sales Close Rate and Stop Wasting Your Time
    How to Improve Your Sales Close Rate and Stop Wasting Your Time
    Julie Hansen, The Sales Presentation Expert Recorded: Jul 10 2019 33 mins
    Average sales close rates hover around 20%. That means 80% of a salesperson’s time is wasted. Sometimes the business goes to a competitor, but many times it goes to “No Decision.” To improve your sales close rate, you need to eliminate those no decisions and work for every competitive advantage – both before and during your presentation or pitch. In this session you’ll learn what specific things YOU can do to improve your sales close rate.
    You will learn:

    1.The Top 3 reasons deals go to “No Decision”
    2.Effective Closing tactics BEFORE your pitch
    3.Effective Closing tactics DURING your pitch
    4.Calls-to-Action that really work
    5.When to walk away from an opportunity
  • Building a High-Performance Sales Organization with Top Talent
    Building a High-Performance Sales Organization with Top Talent
    Jamie Crosbie, CEO/Founder, ProActivate Recorded: Jul 10 2019 42 mins
    Learn how to maximize sales growth and success. Receive a plan on how to protect your #1 asset. And learn how to have a funnel of sales talent that will transform your sales organization.
  • Seven Best Ways to Improve Sales Performance
    Seven Best Ways to Improve Sales Performance
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Jul 10 2019 44 mins
    Learn how to optimize your sales force to generate revenue-producing results even if you are tight on budget or headcount. Based on extensive research and experience, this online event will show you how to best prioritize your marketing and sales activities to improve performance using the fewest (and least expensive) resources. Sharing real-life failure and success stories, presenter Chris Ryan provides step-by-step sales enablement and lead-to-revenue modeling tools to turnaround sales performance.

    Gain action items that work for marketing and sales management, as well as for sales reps and marketing professionals. Topics include branding, prospect selection, sales and buying processes, lead-to-revenue, sales enablement, and marketing and sales alignment. As a bonus, all attendees will receive a free copy of Chris Ryan’s bestselling book, The Expert’s B2B Revenue Growth Playbook: Actionable Strategies to Make Your Business Soar.

    By attending this event, you will:
    1.Uncover methods to grow revenue using your existing resources.
    2.Win battles for competitive advantage.
    3.Change hearts and minds in your marketing team to enthusiastically support sales enablement.
    4.Stop revenue leakage fast.
    5.Generate better results with less time and money.
  • Blockchain: A Money-maker for Marketers
    Blockchain: A Money-maker for Marketers
    Lakshminarsimhan Srinivasan, Global Head - Blockchain Services, TCS Recorded: Jul 9 2019 32 mins
    Discover how CMOs can leverage blockchain with other digital technologies to create new value.

    In the Business 4.0 world, organizations need to shift the mindset from resource paucity to resource abundance. Marketing organizations are in a great position to leverage ecosystems and blend life experiences into customer experiences. Blockchain, along with other key technologies, like AI, AR/VR, 5G, makes that possible. Backed by the power of digital technologies, CMOs can reimagine business model to foster disruptive innovation to the benefit of the enterprise and its customers.
  • You’re Not as Digital as You Think: Leveraging Technology-centric Marketing
    You’re Not as Digital as You Think: Leveraging Technology-centric Marketing
    Sunil Karkera, Global Head - TCS Interactive Recorded: Jul 9 2019 32 mins
    Discover how MarTech can empower CMOs to fulfill their digital vision and change the game for the marketing function.

    Technology must do more than enable traditional marketing strategies—it has to create, deliver and measure customer experience, and help CMOs embrace a true digital path for marketing strategy and execution.
  • Marketing & Supply Chain are building Data-driven and Intelligent Enterprises
    Marketing & Supply Chain are building Data-driven and Intelligent Enterprises
    Ponnanna Uthappa, Global Head, Comms & Media Solutions, CBO, TCS Recorded: Jul 9 2019 19 mins
    Discover how marketing and supply chain are leveraging data to achieve higher customer focus.

    Data has rapidly emerged as the foundational element for innovation, business growth and optimization. By forging strong partnerships across business functions, corporate leaders are reimagining customer experience.
  • How Demand Centers are Transforming B2B Marketing through innovation
    How Demand Centers are Transforming B2B Marketing through innovation
    Ponnanna Uthappa, Global Head, Comms & Media Solutions, CBO, TCS Recorded: Jul 9 2019 22 mins
    How can marketing leaders harness the latest digital technologies to drive data monetization and value creation for the enterprise and the ecosystem in which they operate?

    For marketing leaders, the adoption of digital technologies to develop new business models and revenue streams is a tremendous opportunity to shift corporate perceptions of marketing from cost center to growth enabler. Discover how demand centers delivers innovation and impact through their B2B marketing strategies.
  • Blue & Bland: B2B/Enterprise Design (and How to Make It Better)
    Blue & Bland: B2B/Enterprise Design (and How to Make It Better)
    Sunil Karkera, Global Head - TCS Interactive Recorded: Jul 9 2019 33 mins
    Why and how should a B2B enterprise invest resources to become design-centric?

    When you think of companies known for great design – product design, graphic design, or UI/UX design – you tend to think of a handful of consumer-focused giants, like Apple, Google, and Coca-Cola.

    Where are the B2B enterprises in this rarified universe? Why are there no great enterprise companies that set the bar for design today? There are visionary B2B companies that are great at marketing and have the budget to be great at design – but they aren’t memorable.

    Why?

    Explore this question and its logical consequences: Why should a B2B enterprise invest resources to become design-centric? And how do you make design an integral part of your corporate culture and raise the bar?
  • CX and the Power of Customer Centric Data
    CX and the Power of Customer Centric Data
    Gerald Murray & Janet Dulsky Recorded: Jul 9 2019 63 mins
    Digital transformation has forever changed the rules of engagement with our audiences. Buyers now expect a seamless and engaging experience throughout their journey, putting the burden on organizations to break down departmental silos and create a seamless, unified customer experience (CX). Whether you end up a winner or not will depend on how you respond to these market shifts and change the way you acquire, use, and steward customer data.

    Join us for a live webinar featuring IDC Research Analyst, Gerry Murray, and Marketo Director of Customer Marketing, Janet Dulsky, as they explore the power of customer centric data and the impact it can have on CX.

    You'll learn:

    The definition of CX and big trends

    CX leadership, roles, and metrics

    The new rules for marketers, including harnessing the power of customer centric data
  • Smarter Audience Targeting and Engagement with Machine Learning
    Smarter Audience Targeting and Engagement with Machine Learning
    Dhayalan P, Business Analytics Leader - Retail, CPG, TTH, Govt., TCS Recorded: Jul 9 2019 27 mins
    Discover how Machine Learning can power smarter marketing campaigns.

    The holy grail for any successful retail organization is reaching the right target market in the right way. By leveraging ML-based predictive modeling, a leading North American retailer realized a 32% increase in direct mail campaign responses. That’s intelligent marketing powered by automation and insights.
  • Emerging Technologies & IoT: How AI, AR and Blockchain Are Shaping The Future
    Emerging Technologies & IoT: How AI, AR and Blockchain Are Shaping The Future
    Ed Maguire, Principal Partner, Momenta Partners Recorded: Jul 5 2019 57 mins
    When it comes to innovation, we've arguably seen more technological advancements over the last ten years than at any other point in time. Technology as we know it is changing before our eyes. We see the merging of the digital and physical worlds through technologies such as augmented reality; artificial intelligence enables computers to think faster than humans, and blockchain technology is considered by many to be the greatest technological innovation since the internet.

    More importantly, we're not only seeing new technologies but the convergence and intersection of multiple technologies as they extend and create new capabilities through their collaboration. The era of combinatorial innovation is upon us, and the combined impact of augmented reality, artificial intelligence, blockchain and other technologies on Connected Industry will be unprecedented.

    This webinar provides an opportunity to explore and consider the applications of new technologies as they related to IoT and Connected Industry.

    We'll take a look at:

    - The current status of AI, AR, blockchain and distributed ledger technologies and their role in empowering Connected Industry
    - Benefits and risks of evolution
    - Use cases across multiple industries
    - Future timelines and predictions
  • The Sales Competencies that Drive Sales Success
    The Sales Competencies that Drive Sales Success
    Deb Calvert, president of People First Productivity Solutions Recorded: Jul 2 2019 44 mins
    Are you hiring the top sales talent that can do the very best job possible of selling your products/services? Do you know what traits, knowledge, and skills lead to sales success in your industry, market, and product line? Join us for this research-based webinar that will teach you how to:

    - Identify the sales competencies that truly drive success for YOUR organization
    - Hire for those competencies to ensure rapid ramp-up and better retention
    - Write job descriptions, performance standards, and reviews that consistently feature the right competencies
    - Develop the right competencies in your sales team
  • Driving Growth as a Bank CEO
    Driving Growth as a Bank CEO
    Michael Dalis, The Drive-Sales Expert Recorded: Jun 27 2019 45 mins
    You are a Senior Leader at your bank, you want to accelerate revenue growth.  You spend a lot on marketing and business development, so why aren’t your sales with qualified clients growing at the pace you need?  While you have had success in your own new client pursuits, it is less clear what role you and your Leadership team play in enabling a stronger BD effort. Michael Dalis — a recognized leader on the subject of B2B selling, a former banker, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

    -identify the likely root causes of your organization’s slow revenue growth,
    -avoid the common failure points in business development initiatives, and
    -pick your spots where strong Leadership and Coaching accelerate sales growth.

    Following this webinar, it will be clear what you can do as a banking leader to drive faster Business Development growth by making the right adjustments to your Business Development investment.

    You will learn:

    1.Why the responsibility for growth cannot be fully delegated.
    2.What roles senior leadership plays in growth
    3.How to play those roles effectively
  • The Intelligent Edge: The Next Frontier of IoT Innovation
    The Intelligent Edge: The Next Frontier of IoT Innovation
    Ed Maguire, Momenta Partners Recorded: Jun 27 2019 57 mins
    Edge, mobile edge, and fog computing have emerged, offering a panacea to the pain points of IoT data. Companies such as Intel, SAP, Ericsson and Dell Technologies are creating their own solutions. Edge computing has the potential to impact the data infrastructure of the IoT, but what are the benefits and risks of moving away from the cloud? Edge computing comes with a suite of considerations that need to be carefully considered prior to adoption that we'll explore in turn.

    This webinar will cover:

    - The current state of fog and intelligent edge computing
    - What are the benefits/risks of moving away from the cloud?
    - What does this mean for cloud computing, data infrastructure and data analytics?
    - What are the best use cases of edge computing and what are its limitations?
    - Forecasts on future applications
  • Database Management: How to build a strong prospect & client database
    Database Management: How to build a strong prospect & client database
    Andrew Schwartz, President, MPI Recorded: Jun 26 2019 42 mins
    Learn how to build and leverage a strong prospect and customer database to drive sales. Join our guest speaker Andrew Schwartz and uncover ideas, insights and hear real life case studies on effective database management that drives results.
  • What Sales Can Learn From an FBI Special Agent
    What Sales Can Learn From an FBI Special Agent
    Carole Mahoney, The Sales Coach Expert Jul 22 2019 4:00 pm UTC 33 mins
    Join host Carole Mahoney as she talks with Christopher Freeze, an FBI Special Agent in charge of Mississippi, whose has strengthened partnerships with public and private sector agencies, bring attention to the challenges facing law enforcement, and encourage individuals to demonstrate leadership in all aspects of their professional and personal life.

    In this 30 minute interview, Carole talks with Chris about:

    How to build rapport when people aren’t inclined to be open with you and when you don’t have a lot of information to go on, or what to do with the information you do have.
    Why building relationships internally is just as important as building relationships with your buyers.
    What salespeople can learn about resilency from an FBI agent who has had many doors slammed in their face.
    What sales leaders and executives need to understand about how personal trauma can impact their teams.
  • How to Map and Support A Large Account Sales Process
    How to Map and Support A Large Account Sales Process
    Barbara Weaver Smith, The Large Account Sales Expert Jul 24 2019 4:00 pm UTC 45 mins
    Part #7 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
    In this presentation, we are moving from the 3-part phase on “Structure” into the first of 3 webinars in the “Process” phase, starting with your company’s sales process. Although the so-called “Buyer’s Journey” is of course chronological, I reject the notion that it can be reduced to a linear series of steps in a process. It’s much more cumbersome and convoluted than your CRM typically allows you to believe! This session is about how to manage that process and teach your sales reps how to manage it.
    You will learn:
    1. What kind of large account sales process do you need?
    2. What’s the most important point in your process?
    3. How to move from process steps to account planning.
    4. What technology tools are most helpful?
    5. How to handle a very long sales cycle.
  • How to Develop a Winning Strategy for your Top 5X Account
    How to Develop a Winning Strategy for your Top 5X Account
    Lisa Magnuson, The Landing 7-Figure Deals Expert Jul 24 2019 5:00 pm UTC 45 mins
    Do you know how to build a winning strategy to land your largest prospect? Has the account team mapped out all the strategy points? Do you have short, medium and long term account goals?

    You will learn:

    1.Why account strategy development is a fundamental element required to win 5X deals (i.e. contracts valued at 5X your average deal size).
    2.What are the most important aspects to a winning strategy?
    3.How to determine if you are on the right track and set up for success.
  • A Winning Events Strategy: Wow Your Guests and Accelerate Pipeline
    A Winning Events Strategy: Wow Your Guests and Accelerate Pipeline
    Caroline Hull, Head of Field Marketing, Esther Kim, Sr. Field Marketing, Shannon Mellen, Field Marketing - Marketo and Adobe Jul 30 2019 9:00 am UTC 38 mins
    You'll learn:

    - Which KPIs to consider when planning your events
    - How to plan different type of events for each stage of the funnel
    - How marketing should align with sales to ensure successful closing events
  • Redefining Customer Experience with AI-driven Conversational Service Automation
    Redefining Customer Experience with AI-driven Conversational Service Automation
    Guest speaker Kjell Carlsson, along with Samith Ramachandran and Robert Barlow Jul 31 2019 1:30 pm UTC 60 mins
    By Uniphore and featuring Forrester

    Enterprises are on the brink of a customer experience revolution. AI technologies make it possible to drive customer engagement and superior customer service at hitherto-unseen scale and efficiency. However, many companies are struggling to take advantage of these developments. U.S. companies alone lose more than $75 billion a year due to poor customer experiences and most forego the opportunity to grow customer loyalty and share of wallet. Others risk alienating customers with incomplete solutions that downplay customer conversations.

    In this webinar we will discuss how enterprises are overcoming these challenges using Conversational Service Automation (CSA). With CSA, companies look to harness the best of human and artificial intelligence, to drive both automated conversations with your customers as well as superior calls with human agents, where agents are empowered with better information, next best actions, and automated workflows. We will dive into the elements of CSA and give examples of how enterprises are transforming customer service delivery in their contact centers.

    Topics Include:
    • The opportunity, and challenges, in using AI to drive superior customer experience
    • Understanding Conversational Service Automation in the context of customer service
    • Simultaneously achieving cost efficiencies while improving customer service with AI


    Join guest speaker Kjell Carlsson, Ph.D., Senior Analyst at Forrester, along with Samith Ramachandran, VP and Head of Products & Engineering, Uniphore and Robert Barlow, Director - Corporate Marketing & Communications, Uniphore who will address these topics and discuss how companies are transforming customer service through CSA.
  • Future-Proof Your Sales Career and Beat the Bots!
    Future-Proof Your Sales Career and Beat the Bots!
    Deb Calvert, The People Engagement Expert Jul 31 2019 6:00 pm UTC 45 mins
    As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
    Join Anita Nielsen, author of Beat the Bots, and host Deb Calvert to learn strategies so you can get up off the mat and come out swinging.

    You will learn:

    1.How to use the power of personalized value to differentiate yourself.
    2.Make Human-to-Human connections with your buyers.
    3.Use the new ABC: Always Be Considering your client’s needs.
    4.Psychological principles that make you more effective in delivering value.
  • Accelerating Customer Performance via Strategic Customer Assessments
    Accelerating Customer Performance via Strategic Customer Assessments
    Thomas B. Cross Jul 31 2019 8:00 pm UTC 31 mins
    In this 30-minute webinar, we will explore the means for accelerating company performance by increasing performance of their customers using strategic assessments. Here are the Top-10 Topics presented.
    1 - Customer – now and forever will always be about the customer.
    2 - Content - the words, images, ideas, AI abstractions or messages you use to communicate to the customer.
    3 – Channels Media – what mainstream and other media channels are customers using now and will use?
    4 - Channels of Distribution – build “agile” sales channel models adapting to known and emerging markets designed to reduce enterprise sales cycles.
    5 – Connections - the means for networking with other businesses, industry, government and others.
    6 - Communications - the unique organization processes that occur between companies and customers.
    7 - Collaboration - organizational thought leadership for content development and delivery processes.
    8 - Call to Actions – driving behavior without which nothing happens.
    9 - Crisis - chaos, buzz, glitz, hate, squawk, gossip, glam and anything you can imagine being said for or against you.
    10 - Coming Sooner - the race to zero and competition is not just coming soon but sooner.
  • Create Incredible Customer Experiences Using Conversational Marketing
    Create Incredible Customer Experiences Using Conversational Marketing
    Kate Adams, Sr. Director of Demand Generation at Drift, and Tim Ozmina, Sr. Marketing Specialist at Marketo, an Adobe Company Aug 1 2019 9:00 am UTC 46 mins
    You'll learn:

    - How to incorporate chat bots into your overall marketing strategy
    - How, when, and why you should use conversational marketing
    - How to measure your success
  • Sales Hiring for Sustainable Sales Success
    Sales Hiring for Sustainable Sales Success
    Deb Calvert, sales researcher / author / speaker / coach / trainer Aug 1 2019 6:00 pm UTC 45 mins
    Selecting sales talent should be more than gut instinct, predictable interview questions, and "sell me this pen" role plays. If you want to know (for certain!) which candidates are most likely to succeed in your sales environment, your selection process needs:

    + To be based on clear sales competencies
    + To be coordinated with HR for efficiency
    + To use behavioral interviewing question sets
    + To include an interview panel and 2-step process
    + To evaluate candidates with a matrix

    Join this webinar for an overview of selection practices that will give you a competitive edge and ensure that you get the RIGHT talent on your first try. No more revolving doors or newbie ramp up that takes too long!
  • Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data
    Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data
    Jordan Con, Product Marketing Manager, Marketo, an Adobe Company Aug 6 2019 9:00 am UTC 41 mins
    Marketing analytics is at the top of every marketing team’s priority list. But for many, it can feel overwhelming. Watch Jordan Con, Product Marketing Manager at Marketo, for our webinar, Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data, where he sets the foundation for a solid marketing data and analytics strategy, no matter where you are in your journey.

    You'll learn:

    How, when, and why to use journey and impact analytics
    How to prove and improve impact with attribution data
    What goes into good dashboards and reports
  • A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel
    A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel
    Paulo Martins, Head of Digital Marketing, Demand Generation & Scott Minor, Digital Marketing Program Manager, Marketo Aug 15 2019 9:00 am UTC 60 mins
    Digital ads are an essential component to any good marketing campaign. Watch Paulo Martins, Head of Digital Marketing at Marketo, and Scott Minor, Marketing Program Manager at Marketo, for their webinar, A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel. They dive into the digital campaigns they run at each stage of the funnel, as well as the KPIs they look at to ensure their focus is in the right place.
  • A Winning Demand Generation Strategy: Tactics to Optimize the Funnel Across the
    A Winning Demand Generation Strategy: Tactics to Optimize the Funnel Across the
    Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, Marketo Aug 20 2019 9:00 am UTC 49 mins
    You'll learn:

    - How to select lead generation programs and evaluate successes
    - How to plan email and nurture programs to move prospects through each stage of the marketing funnel
    - Strategic tactics to create sales-ready leads
  • The Power of The 4th Quarter – Sales Strategies To Finish Strong
    The Power of The 4th Quarter – Sales Strategies To Finish Strong
    Meridith Elliott Powell, The Connection Expert Aug 21 2019 3:00 pm UTC 45 mins
    It is fourth quarter what is your plan? Believe it or not, the fourth quarter is the most important business sales quarter of the year. What you do in fourth quarter not only determines your numbers for the year, it has a major impact on your future success as well.
    But fourth quarter is famous for being the quarter you slow down, stop selling, and over-indulge in activities that do anything that keep sales growing.
    Keeping the energy high and the drive going through fourth quarter can be tough! First you’re tired; you have worked hard all year long to meet your sales quotas, excel at your goals and ensure that your bottom lines is healthy and strong. Not to mention the fact that fourth quarter comes with schedule overload: budgeting, holidays, parties and a much needed break from the everyday routine.
    But if you want a strong first quarter – the key is to start now. You need a strategy to keep the momentum going. Join us for this high-energy, power-packed webinar designed to put you ahead of your competition, and drive strong to the finish line.


    You will learn:

    1. Why fourth quarter is the key to success in sales
    2.Proven strategies that keep clients engaged, an business moving through fourth quarter
    3.Epic ideas to position yourself for more closed sales first quarter
    4.Secrets to getting clients to put you at the top of their holiday list
    5.Your personal plan of action
  • AI for Business & IT - 8 Technologies, 9 processes, 10 checklist items
    AI for Business & IT - 8 Technologies, 9 processes, 10 checklist items
    Arun Trivedi Aug 21 2019 4:00 pm UTC 45 mins
    As AI becomes all-pervasive, more and more companies need to start thinking about how AI can help in their business transformation and optimization journey. According to a Gartner survey, 54% respondents plan to start deployment within the next few years. However, their are multiple barriers, including finding a starting point and fear of the unknown.

    This webinar breaks down AI for the business & IT - what use cases should CIOs and business organizations focus on and how do we get started? What are the possible use cases? How do we even go about thinking about AI in our organization in a structured way?
  • How to Lead the Buyers’ Process in Large Accounts
    How to Lead the Buyers’ Process in Large Accounts
    Barbara Weaver Smith, The Large Account Sales Expert Aug 21 2019 4:00 pm UTC 45 mins
    Description: Part #8 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
    Volumes have been written about how to match your sales process to “the buyers’ journey.” Frankly I think most people involved in selecting and influencing big, complex buying decisions in large corporations don’t have any real clue how to do it. Procurement people have a set of procedures and rules, but they still have to satisfy the end users, who may have very different ideas about what criteria are most important. And the relative power of procurement and executive users varies greatly. Smart sellers know how to lead the buyers to the right decision, and how to do that is the subject of this webinar.

    You will learn:

    1. How to locate and connect with the appropriate buyers and influencers.
    2. How to plan with an internal team.
    3. How to plan for the initial meeting..
    4. How to prepare great questions.
    5. What to do when the process stalls.
  • Be the CEO of Your Sales Career
    Be the CEO of Your Sales Career
    Scott Ingram, The Sales Success Stories Expert Aug 22 2019 4:00 pm UTC 45 mins
    Whether you're looking to get started in sales, or are already established and want to plan the next steps of your sales career path this, is for you! In this webinar Scott Ingram, founder of Sales Success Media, will talk with David Weiss, Sales Executive at ADP and author of “Your Definitive Sales Career Guide,” about how to start, grow and manage your sales career journey.

    You will learn:

    1.    The best way to get a strong start in the sales profession
    2.    Intentionally advancing into better opportunities and bigger earnings
    3.    How to develop relationships with mentors
    4.    What it will take to get to the next level
  • Sales Onboarding & Training for Better Retention and Ramp Up
    Sales Onboarding & Training for Better Retention and Ramp Up
    Deb Calvert, sales coach / researcher / trainer / author / speaker Sep 3 2019 6:00 pm UTC 45 mins
    Are you tired of interviewing, hiring, onboarding, and LOSING sales talent so you have to start all over again? Do your new hires flounder and fail because they never seem to get a good grasp of what will make them succeed? Join me for this webinar to:

    + Find out what new hires need, starting on day one
    + Learn how to make onboarding more effective
    + Ramp up new sellers faster so they hit goals sooner
    + Partner with others to make the onboarding/training go faster
    + Stop the revolving door on your sales team

    Remember -- your sales can only be as good as your sales team! Take these proactive steps to improve performance today.
  • How to Manage Your Team’s Performance Inside A Large Account
    How to Manage Your Team’s Performance Inside A Large Account
    Barbara Weaver Smith, The Large Account Sales Expert Sep 18 2019 5:00 pm UTC 45 mins
    Description: Part #9 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
    When you have sold a deal into a big corporation, you will often have a delivery team inside that account, led by a project manager, at the same time that another sales rep or account manager from your company is working to land new business. The new business opportunity may be in another facility—in another region, a different subsidiary, even another country. Far too often, there is no contact between the team inside and the team selling new business. That’s a huge lack of foresight and opportunity, both to serve your client better and to improve your chances of success. This webinar is about how to manage your inside team(s) to produce steady new revenue from your large account.

    You will learn:

    1. What assumptions you should make about your global clients.
    2. How management training and sales training needs to address these issues.
    3. What opportunities you should be looking for.
    4. How to use this circumstance to become a trusted advisor.
    5. How to align your sales strategy with your customer’s strategic objectives.
  • Top Sales Hacks for 2020 and Beyond
    Top Sales Hacks for 2020 and Beyond
    Deb Calvert, sales trainer, coach, researcher, author & speaker Oct 1 2019 6:00 pm UTC 45 mins
    It's baaaack! Deb's annual review of the latest and greatest sales hacks you won't want to miss out on. Most are no cost or low cost, and all of them have been personally tested in the field. Best of all, YOU can access these tools on your own to save time, automate processes, connect with buyers, and make the most of every single sales day.
  • Sales Process Coaching
    Sales Process Coaching
    Deb Calvert, sales manager trainer and coach Nov 12 2019 7:00 pm UTC 45 mins
    Sales coaching isn't the same as managing or mentoring. There are specific coaching tools and techniques you can use during every phase of the sales process. Learn what the most curbside coaching looks like and get takeaway tools you can use right away to become more effective as a sales manager who truly coaches.
  • Creating the Sales Culture that Makes Sense for Your Team
    Creating the Sales Culture that Makes Sense for Your Team
    Deb Calvert, sales researcher, trainer, coach, author, and speaker Dec 3 2019 7:00 pm UTC 45 mins
    Something they didn't tell you in Sales Manager Training 101... YOU are in charge of sales culture. But what does that even mean? What are you supposed to do? And how can one person create a culture for their team inside a larger organization?

    We'll tackle all these questions and more so you can drive sales productivity AND create the environment you want for your sales team. We'll also talk about the downside of not intentionally setting your own sales culture (spoiler alert: you don't want to invite these issues!).